Tips for North American Business Phone System Dealers
If you are a Xorcom dealer in North America you have probably come across customers that have been presented with an attractive “no cash for phones” option by large public companies such as 8×8 and Vonage. Well, we’re pleased to inform you that you can counter with such an offer yourself, with the aid of a leasing company, Xorcom’s long time U.S. leasing partner Integrity Leasing and Financing, Inc.
Take a look at the following success stories involving Xorcom resellers who recently used the Xorcom/Integrity leasing program to close business by eliminating the cash objection. They showed the customer how affordable the Xorcom solution is on a monthly payment basis and, where applicable, by being able to offer the MRC (Monthly Recurring Charge) and the NRC (Non-Recurring Charge) all on a monthly payment basis, again with no need to pay cash for equipment.
The bottom line: the best way for the independent Xorcom reseller to compete against the aforementioned promotions is to be sure to include a lease quote in every proposal so the customer knows that they don’t have to pay cash to do business with you either.
Success Story #1 Church ~ $6,000
This Xorcom reseller is located in the southwest and the customer was an 18-year-old non-denominational church. The church was reluctant to spend their cash and didn’t want to part with just over $6,000 for a new Xorcom CompletePBX IP-PBX and Yealink phones. The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection. Once the customer saw they didn’t need to pay cash, and how affordable the Xorcom solution was on a monthly payment basis, they applied for the lease and were approved. Once Integrity had the reseller’s invoice they created the lease documents and e-mailed them to the customer to be signed and returned. Once the signed lease documents were returned the file was processed and Xorcom and the reseller were paid 100% in advance, upfront at lease signing, as per the Xorcom/Integrity Leasing program (contact Xorcom for details).
Morals of the story: 1) Non-Profits are good candidates for leasing, no matter whether the amount is large or small. 2) Getting paid 100% upfront, in advance at lease signing, is very good for a reseller’s cash flow.
Success Story #2 Engineering Firm ~ $21,000
This Xorcom reseller (different from above) is located in the south. This customer was an 8-year-old engineering firm and the price for their Xorcom CXR2000 and Yealink phones, etc., was roughly $21,000.00. The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection. Once the customer saw they didn’t need to pay cash, and how affordable the Xorcom solution was on a monthly payment basis, they applied for the lease and were approved. The reseller also informed the customer that on a $1.00 buyout lease the extremely valuable Section 179 Tax Incentives are passed through to the customer and that the available tax savings could cover their lease payment for over a year.
Moral of the story: Customers large and small, old and new are good candidates for leasing of all dollar amounts. Add value to your customers by educating them about the new Section 179 Tax benefits and show them how the tax savings can pay the lease payment for over a year using this flier. You’ll be amazed at what a great sales tool this is.
Success Story #3 – Doctors’ Office ~ $10,000
This customer was a 6-year-old doctor’s office that didn’t want to have to part with roughly $10,000 for a new Xorcom CompletePBX and Yealink phones. The reseller offered them a Xorcom/Integrity $1.00 buyout lease quote and eliminated the cash objection and also explained the Section 179 Tax benefits and how they work with a lease using this flier. Once the customer saw they didn’t need to pay cash and that they could have the Xorcom solution for roughly $200 a month, or $50.00 a week (which is only about $10.00 a day) with no need to pay cash, they were convinced and the deal closed.
Moral of the story: Including a lease quote in every proposal and being able to explain the Section 179 Tax incentives with this flier will help you close more business.